Thoughts on Selling YouTube Video Library

Cory Dunham failed the same calculus class twice — because he wouldn't ask for help. That story opens onto a bigger one: the voice telling you to stay quiet isn't you, and it's costing you more than a grade. Cory is an executive coach, keynote speaker, business strategist, and private pilot. We talk about authenticity as the precondition for trust, why limiting beliefs and real customer service can't coexist, what pilots know about listening that salespeople don't, and the traffic metaphor that explains why inconsistency drives people away.

Doug C. Brown has never found a company he couldn't find money in. Thirty-three years, still looking for the first one. In this episode, Doug and Lee Levitt dig into the gap between revenue growth and actual profit — and why so many companies celebrate a number that's costing them money. Doug shares the diagnostic he uses to find profit that's already been paid for but never made it to the bank, and the case studies that came out of it: a $7 million valuation increase, $226,000 found in two hours, a billion-dollar company losing $72 million a year. They also get into what happens when you give buyers too many choices, why "being customer-centric" quietly turns into unbilled scope creep, and the single sentence that cost one realtor an $80,000 commission.

Michael Skriver spent his career leading complex B2B organizations across Europe and Asia — after starting in finance and IT and, as he says, upgrading to sales. In this conversation he and Lee Levitt work through what customer centricity looks like when it's an actual operating decision instead of a line on a slide. The spine of the episode comes from a CEO Michael worked under: you say you're customer-centric and you actually care about it — I want to see that in your decisions, else it's just a slogan. They cover what it takes to make that real. Executive sponsors with skin in the game. Incentive systems that quietly steer commercial decisions in the wrong direction. Technical and commercial sellers deployed as a pair. And then a long stretch on selling across cultures that includes a Japanese general manager who said the same sentence three times until Lee finally heard it, a boss who destroyed a relationship by asking to talk business too early, and a karaoke invitation that was …

Your car goes where your eyes go. That's a high-performance driving lesson — and the perfect metaphor for what's broken in B2B sales right now. Buyer confidence is at an all-time low. Two-thirds of buyers regret their purchases not long after signing. More information, bigger committees, better tools — and yet deals still stall, or close badly. Lee Levitt sits down with Tom Pisello — The ROI Guy, 30-year value-selling pioneer, and founder of GeniusDrive — to unpack why the numbers alone never close the deal, and what Aristotle understood about buying decisions that most sellers still don't. In this episode: — Aristotle's three buy buttons: pathos, logos, and ethos — Why trust now accounts for 50% of the purchase decision — The shift from fear of missing out to fear of messing up — Why more information produces more doubt, not more confidence — How AI compressed Tom's value framework engagements from six months to six days — What the outcome economy means for how vendors go to mark…

If you're using AI to send more emails faster, you're doing it wrong. In this episode, Lee Levitt sits down with Chris Carter — technologist, keynote speaker, and SAP ecosystem veteran — to talk about what AI actually does for top sellers: it helps them prepare better, think more broadly, and show up with real insight instead of generic outreach. Chris shares his Gemini-based prep ritual, the Gartner maturity curve every seller should understand, and the Peloton analogy he used to light a fire under a room full of Oracle salespeople. Plus: the story of Shay — an SDR who cold-called Lee with the wrong data, pivoted brilliantly, and closed last year as #2 on his team. And the question that anchors it all: if sales is a game, who makes the rules? Tags: AI in sales, enterprise sales strategy, B2B sales, sales preparation, SDR coaching, sales mindset, Peloton analogy, SAP, Thoughts on Selling, Lee Levitt, Chris Carter, sales podcast

Gina Smith spent 27 years selling medical devices into hospital operating rooms — and she got there entirely by accident. No role models. No sales background. A career in HR she was tired of. One conversation with a sales manager who couldn't fill a role. And a "mercy interview" she then went out and won. In this episode, Gina and Lee dig into what actually drives sales performance in high-stakes, complex environments — and why it has almost nothing to do with product knowledge or closing technique. What we cover: How Gina went from HR to 27 years in medical device sales — and why she was skeptical of salespeople herself Why the best salespeople are introverts who learn to act like extroverts — not the other way around The shift from OR presence to supply chain gatekeeping, and what it costs sellers who can't adapt The "painful truth" principle: why telling customers what they don't want to hear builds more trust than protecting the relationship "Who are you being?" — the questio…

🎯 Why do your best facts-based pitches fall flat? Because you're bringing facts to a feelings fight. Danny Bobrow—communication coach, mountaineer, and creator of the Persuasion Blueprint—explains the brain science of persuasion and why caring has to come before credibility. This episode is essential viewing for sales leaders, VPs of sales, sales enablement professionals, entrepreneurs, and anyone who needs to influence others in high-stakes situations. If you've ever wondered why logical arguments don't move people, this conversation will change how you think about communication. 📚 WHAT YOU'LL LEARN: THE THREE C'S OF PERSUASION — Caring, Connection, and Collaboration—and why they must happen in that order. Caring establishes safety. Connection builds credibility. Collaboration creates co-ownership. Skip a step and the whole thing falls apart. THE BRAIN SCIENCE OF RESISTANCE — Amygdala, limbic system, prefrontal cortex. When you challenge someone's beliefs, you trigger fight-or-f…

Description 🎯 What happens when email stops working and you need another edge? Kris Rudeegraap—co-founder and co-CEO of Sendoso—went from 90% email response rates to running a mini mail room out of desperation. Then he built the largest direct mail and gifting platform in the world. This episode is essential viewing for sales leaders, VPs of sales, sales enablement professionals, and anyone whose pipeline looks rough and whose emails are going to spam. If you're tired of "more, faster, louder" and want to actually get someone's attention, this conversation will give you ideas. 📚 WHAT YOU'LL LEARN: THE OPEN RATE OF FEDEX IS 100% — There's psychology to the tangible unboxing of a box. The reciprocity of getting a gift—you feel more inclined to reply. And there's scarcity: not everyone is doing it. FROM MAIL MERGE TO MAIL ROOM — Kris got 90% response rates with email in 2014. Then SalesLoft, Outreach, and Apollo flooded the market. So he started sending handwritten notes, dog toys, a…

Description 🎯 What happens when you stop doing things the way an industry has done them for 150 years? Juan García—co-founder of Tuio, an AI-native insurer in Spain—went against the industry mantra that "insurance is not bought, it's sold." And proved it could work. This episode is essential viewing for sales leaders, VPs of sales, CROs, and anyone wondering how to rethink their go-to-market from first principles. If you're tired of doing things the way they've always been done, this conversation will give you a framework. 📚 WHAT YOU'LL LEARN: REPRODUCTIVE VS. PRODUCTIVE THINKING — The Kaizen method is about 1% improvement. Revolutionary thinking asks: just because we've done it this way for 100 years, should we keep doing it? Juan chose revolution. THE UNPROFITABLE CUSTOMER — The 25-55 segment is digitally native and financially literate. They use price comparison sites. They know what they're buying. That makes them unprofitable for legacy insurers—and a massive opportunity for…

🎯 Why does your sales team hit every activity metric and still miss the number? Because more activity isn't the answer. Joe Terry—former CEO of Corporate Visions, author of Surrender to Lead, and former NFL linebacker—explains what actually drives sales results and sales team performance. This episode is essential viewing for sales leaders, VPs of sales, sales enablement professionals, heads of enablement, revenue operations leaders, and anyone responsible for sales performance and go-to-market execution. If you're tired of inspecting activity dashboards and ready to coach for sustainable results, this conversation will change how you think about sales leadership. 📚 WHAT YOU'LL LEARN: THE ACTION TRAP — Why activity metrics create the illusion of progress while your sales team misses quota. Joe explains why sales training programs focused on actions—what to say, how to handle objections, closing techniques—fail without addressing underlying belief systems. This is the missing piec…